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Everything You Need to Know about Sales Hiring

10 Signs You Should Absolutely Hire That Salesperson

I’ve interviewed more than 250 people for sales positions in the last 10 years. Although every top candidate has different strengths, certain trends come up again and again. I’ve learned to look out...Read more

5 Reasons You DON'T Want a Team of Top Salespeople

A company retained a sales consultant to increase sales. After visiting clients, observing the sales team, and quickly identifying ways to improve, the consultant worked closely with the Head of...Read more

The 16-Minute Exercise That Turns New Sales Hires into Top Performers 3X Faster

I always have lived by the motto, “Time and pressure make diamonds.”In business, we always have enough pressure but never enough time. This being said, when new hires start in sales, marketing, or...Read more

The Best (& Most Unique) Response to "Sell Me This Pen"

Sell me this pen. Possibly the best sales one-liner in history. Haven’t heard it before? Coined by Jordan Belfort, a.k.a. the Wolf of Wall Street, I suggest you block out two hours of your day to...Read more

Why Most BDRs and Sales Reps Flunk Job Interviews

Having hired dozens of business development and sales reps I am always amazed at how many candidates make a crucial mistake in the interviewing process. That is, they make it all about them --...Read more

Don't Hire a Single Sales Rep This Year Without Doing This First

The biggest mistake sales leaders make when it comes to hiring? They simply hand over a job description to their recruiting team, and leave the search in their hands. The problem doesn't lie in the...Read more

How to Build and Manage a Top-Performing SDR Team

Splitting your sales team into prospectors and closers can have many advantages. By dedicating sales development reps (SDRs) to researching, prospecting, and qualifying buyers, and account executives...Read more

Hiring a Sales Rep? 6 Interview Red Flags

Great salespeople are tough to find. According to the Manpower Group’s 2015 Talent Shortage Survey, sales jobs are the second-hardest position to fill worldwide.  And now that it takes the...Read more

The Pros and Cons of Blind Hiring Sales Reps [Infographic]

Blind hiring is making headlines these days as a tool to fight bias and increase diversity while simultaneously finding the best candidates. So what exactly is blind hiring and how does it work for...Read more

8 Stats That Prove Millennials Are a Perfect Fit For Sales Jobs [Infographic]

Millennials are quietly becoming the majority of job seekers and holders in today’s workforce. It is estimated that by 2020, roughly half of the American workforce will be millennials. Lee...Read more

Modeling the Masters to Sell Like One

What do great artists like Leonardo da Vinci and Michelangelo have in common? They were masters. The works they created became legendary pieces, central to the culture, politics, and religions of...Read more

Do Brains or Personality Matter More in Sales Hiring?

When people talk about what makes a great sales rep, they often use adjectives like "optimistic", "resilient," and "driven" to describe their personality. But what role does intelligence play in...Read more